10% of large organizations started 2014 with a new General Counsel in place. This is just the beginning as baby boomers start to retire and Gen X steps in to fill their shoes.

A laser focus on efficiency and supporting the business spark these new GCs to spearhead innovative changes. These GCs—adept at operating under low-growth, constrained legal budgets—are looking to shake up the role of the legal department. We have seen the new GCs:

Reorganize to better support business units and business goals

Shake up the core law firm roster—new GCs typically bring in at least one new law firm to take on a substantive role

Aggressively attack on litigation spending

Tenaciously drive revenue-generating areas: IP, Regulatory, M&A

Change Breeds Opportunity

So what do you do when your major client lands a new GC?

The more aggressive law firms will not wait to be asked for a briefing. Outperforming competitors demands being proactive and finding a way to make yourself part of the transition team.

Reach out immediately to set up a meeting with the new GC—GCs will find time in their busy schedule if there’s a clear benefit for them or their organization

Come armed with one of the following:

- Solutions to top issues

- Opportunities to settle matters

- Advice on implementing change

Listen with your whole body and be ready with your most probing questions

Block out time in your schedule to develop a comprehensive game plan

Follow up with your new GC within 3 weeks to share your recommendations and strategies for moving ahead

Some will view the new GC as a threat—but those who see opportunity will have the advantage.

MBR & JPD

P.S.The data in today's post comes straight from the pages of our upcoming report: BTI's Benchmarking Corporate Counsel Management Strategies. Subscribe at the top right corner of this page to receive your complimentary copy of the report as soon as it's released.

BTI Consulting Group

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